Do you have a client with a commercial real estate need and are unsure how to handle it? This course is perfect for you. You will learn the various types of commercial real estate, common terms, some of the risks and challenges that are unique to the commercial real estate marketplace. We will compare a residential versus a commercial transaction and give you the knowledge to uncover additional commercial opportunities from your existing client base.

This is class is approximately 3 hours long and is perfect for residential agents, “resi-mercial” agents, and managing brokers who are looking to better understand the commercial real estate business.

Attendees will be given a packed playbook to use when marketing commercial real estate, with practical application examples. They will learn to be an effective commercial listing agent, from the initial market study to the closing table and beyond. The focus is to help agents create a long-term, sustainable book of business by applying timeless commercial real estate fundamentals. Multiple property types are covered including: office, retail, multi-family, industrial, and medical office.

This class typically runs 3 hours and is applicable to both new and experienced agents.

This class is ideal for commercial brokers looking to explore and expand their leasing efforts. We cover everything from the initial leasing conversation to lease signing and beyond, in this fun filled session. Attendees will leave with an array of skills and techniques they can use to leverage their client relationships into a sustainable income stream. Multiple property types are covered including: office, retail, multi-family, industrial, and medical office.
 

This class typically runs 3 hours and is applicable to both new and experienced agents.

Attendees will explore a wide variety of management techniques and property types. Hotbed issues like the Housing Choice Voucher Program, Service Animals/ Emotional Support Animals, Crime-Free Addenda, and medical/recreational marijuana use will be covered. The course will then explore ways to leverage property management assignments to create a long-term sustainable business for commercial brokers.
 
This class typically runs 3 hours and is perfect for both newer and experienced commercial agent.

This highly interactive session will arm brokers with the skills they need to demonstrate value to their commercial clients. We will explore a wide variety of seller types, property types, and leasing/selling scenarios with a great deal of active role play. Participants will learn effective techniques to raise their value to their clients and net more money from commercial real estate transactions.
 
This class typically runs 2 hours, but can run longer with role play, and is perfect for both newer and experienced commercial agents.

In this fast paced, data focused session attendees will learn how the average consumer uses AVM’s as part of their decision process when purchasing or selling a property. Agents will also be given powerful sales techniques to use AVM’s as a transactional resource, rather than an obstacle. A detailed case study with real world data samples will be used to show how theory meets the real world.
 
3 Hours, perfect for new or experienced residential agents.

Participants in this dynamic and open format session will learn to differentiate between rejection and objections and develop effective sales techniques to handle both. We will reinforce and expand our skills together during in-depth role play of both buyer and seller objections. Attendees should have completed What’s Your Number and Being Supplied Answers courses prior to this class.

Typical run time is 2 hours, and this has both a commercial and residential variant.

Believe open houses are a waste of time? Think again!!! This session will focus on the value of open houses and hyper local property marketing; and demonstrate how agents can use them to create a strong, repeatable source of listing business. Attendees will receive a 10-point engagement plan along with proven techniques to increase open house traffic and improve client conversion rates.

Typical run time is 2 hours and this is residential focused class.

Attendees will learn to use available data resources to understand the market dynamics of their trade area and discover neighborhoods with the greatest opportunity for business development. They will be equipped with the tools to analyze any marketplace for its sales viability; and will receive a blueprint for becoming the dominant agent in a marketplace. This is a hands-on session, and each attendee will need to bring a laptop/tablet.

The class relies heavily on residential RPR and local MLS data, and it is critical that students understand how to use them well. Duration is 3 hours, however there are always a great deal of questions afterwards that will add more time.

Buyers are a valuable part of a proper real estate business; however, they can also be a huge drain on our time and resources if they are not properly qualified and managed. Attendees will learn the skills to vet buyers, plan an effective engagement strategy, and build buyer loyalty. Since every buyer will one day be a seller, we also cover long term relationship maintenance and sourcing referrals.

Typically runs 3 hours, residential and commercial variants are available.

Combining “Learn, Understand, & Overcome” with “Now What?” this powerful 2-day session is a great kick start for agents just entering the business or agents who may need a refresher on the fundamental skills that will net more closings.

2-day only

This full day session combines “Pitfalls & Opportunities in Commercial Real Estate” with “Why Should I Hire You?” to give newer agents and managing brokers an understanding of the commercial real estate fundamentals along with the sales skills to convey their value to clients. It is a perfect introduction to the commercial real estate world, with in-depth active role play and sales practice.

Full day only

Combining the 3 “Best Practices” sessions, experienced agents will leave with a solid blueprint for expanding their client list and improving their efficiency as agents.

Full day only

Combining the 101 Session, along with the best practices in leasing, property management, and marketing commercial real estate makes this an action packed, 2-day experience. This can be marketed to both new and seasoned commercial agents, some of whom may want to attend either day, rather than both.

2-day only